Effective sales communication is the key to sales success. Most people have never learned to communicate effectively and as a result of this, they often experience poor sales, a breakdown in communication, frustration, and resistance. Selling something can often be a tough call, but if you have mastered the art of effective sales communication on more than one level, you at least have a fighting chance to pull off a successful sale.
Buying signals are just the start of communication and sales. You need to understand how to read other peoples Body Language as this will tell you how well you are doing; You must also use your tonality correctly to show empathy, humour, and other personable skills to become friendly and human to the other person. Your wording may also be important for example when you use words the client doesn’t understand. This will only prevent you from a sale.
By watching the client you will see if you accidentally say something that you may shouldn’t have. These signals may tell you that you may be talking too much or you need to move on. Normally change of pace or change of questions will give you an idea that the client wants to move on.
Be careful also not to assume too much. If you look for certain things from clients those are the things you normally see. Be open and take customers as they are. By assuming they can’t afford something you may be preventing yourself from a great deal.
By listening to the client and using the words they use you will be able to demonstrate similarities and build rapport. You also will be delivering your message in the best possible way. The way the client understands! Communication is two way and when if you realise the importance of communicating on the same level you will be steps ahead again.
People tend to try to hide a lot of body language when buying as they try to wear a poker face. They eyes are a great way to tell what the client is up to and you can see if they are visually doing something or remembering voices or sounds. If you research visual eye gazing you will see that eyes are truly the windows to the soul.
Keep a close eye on the other person’s voice pitch, tone, or volume. These can often be useful indicators of an intention to buy, or the beginning of a rejection to your sales pitch. You also need to watch their body language as this can sometimes give you plenty of clues as to their real thoughts, as opposed to what they might be telling you.
If you can use the person’s name also this will help. People like to hear things about themselves and it’s a great way to grab their attention also. By saying their name every now and again you grab their attention back and place it on what you need. Names are perfect for making an impression.
Towards the end of the sales communication, try to repeat the key points of your discussion, just to cement the ideas you are trying to impart to the client. Always end the sales pitch with a compliment to make them feel good about the whole experience. Even if they are not interested in your product, you still want them to remember you in a positive light since they might recommend you to a friend or acquaintance.
If you cannot close or do not reach an agreement try to find out why. The why question will help you clarify if you have met all the needs and also how to improve for the next sale. In fact many sales people use this option to try to reclose.